Group 3: Himanshu Kamat (22) Hitesh Mahansaria (24) Sahil Gupta (88) Prachi Bansal (84) Kuntal Panja (106)

Overview of HUL
Distribution Network Sales Force Management Incentives Financial Analysis

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Maintaining Favorable trade relations Providing innovative incentives to retailers Organizing demand generation activities Logistic Support Evolution of Sales Force
Salesman  Registered Wholesaler  A stock point for company’s products in that market
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Products manufactured over 40 factories decentralized across 2 million square mile of territory. The operation involves 2000 suppliers and associates. Distribution network consist of
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4000 redistribution stockists 6.3 million retail outlets

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Reaching entire urban population and about 250 million rural consumers

Factory
Carrying and Forwarding Agent Distributor Urban Area Redistributi on Stockists Star Seller Rural Area Redistribut or

Redistribution Stockists

Whole seller

Family Groceries

Retailers

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Carry and Forward Agents
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Buffer stock points Resulted in cost saving in terms of direct transportation and reduced time lag delivery Improved customer service to RS

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Redistribution Stockists
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Provide distribution units to the company salesman Company Depot Helped in transshipment, bulk breaking, stock point to minimize stock out at the RS level

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Role by redistribution stockists
Financing stock, warehousing facilities, manpower, service to retailers, implementing promotional activities, extending indirect coverage, reporting sales and stock data,  Demand simulation and screening for transit damages
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Markets with population below 50,000 under rural sales organization. Exclusive sales force and exclusive redistribution stockists Covers around 50,000 villages, reaching 250 million